ARA Resources Pvt. Ltd. | Sales Collateral
3 weeks ago
About The Company:
ARA’s Client is the world’s leading managed services provider of AI-led quality engineering solutions. It helps brands transition through the digital assurance journey and make the move from conventional functional testing to adopt innovations such as automation, AI, blockchain, and XR.
The Company has offices in the United States, United Kingdom, Germany, Israel, Romania, India, Mexico, Portugal, Switzerland, and Argentina. It employs more than 7,000 engineers who serve over 400 customers worldwide
The Role:
Sales Collateral & Content- A support resource who works cross-functionally with sales, presales, marketing, analyst relationships, and technology teams to identify, build out, maintain, and regularly refresh sales collateral/content – including customer references – in a structured, organized, and holistic manner.
Key Responsibilities:
Improve customer references and testimonials program:
- Building on foundation, overhauling and defining this service for maximum efficiency.
- Establishing client relationships through the Account and Delivery Managers, supporting them to grow the number of approachable references within each account.
- Developing customer interview scripts in a cross-functional manner, selecting questions and responses to publish, and maintaining compliant usage rights, branding, and meta-data.
- Supporting the marketing team to capture client testimonials in a variety of formats (i.e. video, slideware, social media posts, etc.).
- Creating a dynamic tool for the sales team to identify and access client referees on demand.
Increase case study relevancy & frequency
- Establish and maintain relationships with account and delivery managers globally to continuously identify new case studies.
- Proactively sourcing new examples continuously, and establishing relationships to ensure a steady pipeline.
- Reactively serving sales and bid teams with specific new case studies for in flight bids/prospects/opportunities.
- Feed through suitable case studies to Marketing for website publication.
- Maintain the case study library, taxonomy, cataloging and review cadence.
Develop/compile sales playbooks and sales process material
- Working with the sales leadership and external consultancies / Sales Enablement leader to support definition and capture information and build easily referenceable information in multiple formats.
- Identify new and upcoming content needs for sales/marketing collateral
- Publish battlecards & sales assets
Key Success Measures
- Number of customer references & case studies published internally for sales consumption and externally by key parameters (i.e. vertical, geo, solution area, etc.).
- Gartner Peer Insights ranking and reviews frequency increased/maintained through client review campaigns.
- Create a top-down framework of what Customer References and Case Studies (Use Cases) we need based on company strategic priorities, what we have today, and how to get from the latter to the former.
- Identified gap % closure defined by region, industry, and service, for reviews, testimonials and case studies.
- Complete, accessible, and up-to-date sales collaterals as measured by usage rates (downloads) and user reviews.
- Regular maintenance and reviews with no document aged more than one year without review/edit/cull.
Skills Required:
- Excellent organization skills, able to define, plan and execute efficiently.
- Excellent communication (oral and written, narrative and graphical) skills in US English.
- Good relationship building skills, both internally and externally, continually maintaining a large network of critical relationships to ensure regular information flow and reliable customer references, and to ensure continued internal buy-in.
- Proactive and driven to research and implement best practices and competitor practices to deliver the sales team to best industry advantage.
- Technology Services Industry Experience, preferably in Quality Engineering or Software Testing service companies.
- Excellent skills in Microsoft suite - PowerPoint, Word, SharePoint expertise.
- Able to express ideas through clear business narrative (business storytelling) writing, informative illustrations; clearly, concisely, and persuasively.
- Ability to manage multiple projects and different and shifting priorities in tight deadlines.
- Flexibility in working hours to ensure deadlines are met and work with global teams.
- Experience working cross-functionally, collaboratively, and in a matrixed, global organization.
Qualifications & Experience:
- Experience -10-12 years with an understanding of sales and marketing processes
- Graduate/Post Graduate
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